Question 1

It is not possible to evaluate packages the same way as evaluating individual issues.

Accepted Answer

A) True 
 B)False

Question 2

A negotiator should ask which of the following questions when presenting issues to the other party to assemble information?

Accepted Answer

A)  What facts support my point of view?
B)  Whom may I consult or take with to help me elaborate or clarify the facts?
C)  What is the other party's point of view likely to be?
D)  How can I develop and present the facts so they are most convincing?
E)  All of the above questions should be asked.F) B) and E)
G) A) and B)

Question 3

It is important to set priorities and possibly assign points for both tangible and intangible issues.

Accepted Answer

A) True 
 B)False

Question 4

Context issues (e.g. ,history of the relationship)can affect negotiation.

Accepted Answer

A) True 
 B)False

Question 5

The objective of "closing the deal" is to build commitment to the agreement.

Accepted Answer

A) True 
 B)False

Question 6

Large bargaining mixes allow many possible components and arrangements for settlement.

Accepted Answer

A) True 
 B)False

Question 7

Tactics are subordinate to strategy;they are structured,directed and driven by ____________ considerations.

Accepted Answer

The answer of Tactics are subordinate to strategy;they are structured,directed...

Question 8

In new bargaining relationships,discussions about procedural issues should occur after the major substantive issues are raised.
Multiple Choice Questions

Accepted Answer

A) True 
 B)False

Question 9

In an accommodative negotiation,the relationships have:

Accepted Answer

A)  a short-term focus
B)  a long-term focus
C)  may be either short term or long term
D)  none of the aboveE) A) and D)
F) All of the above

Question 10

What are the advantages and disadvantages of limiting a negotiator's authority?

Accepted Answer

Advantages:Negotiators kept on a "short ...

Question 11

Which is not a key step to an ideal negotiation process?

Accepted Answer

A)  Preparation
B)  Relationship Building
C)  Information Gathering
D)  Bidding
E)  All of the above are key stepsF) All of the above
G) A) and B)

Question 12

Define bargaining mix.

Accepted Answer

The combined lists o...

Question 13

____________ are the points where you decide that you should stop the negotiation rather than continue,because any settlement beyond this point is not minimally acceptable.

Accepted Answer

Limits (resistance p...

Question 14

Single-issue negotiations can often be made integrative by working to decrease the number of issues.

Accepted Answer

A) True 
 B)False

Question 15

What information do we need about the other party to prepare effectively?

Accepted Answer

The other party's current resources,inte...

Question 16

A negotiator's goals:

Accepted Answer

A)  are intrinsically in conflict with his opponent's goals
B)  have no boundaries or limits
C)  are explicitly stated wishes
D)  must be reasonably attainable
E)  all of the aboveF) D) and E)
G) A) and E)

Question 17

Gathering information about the other party is a critical step in preparing for negotiation.

Accepted Answer

A) True 
 B)False

Question 18

A ____________ ____________ is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable.

Accepted Answer

The answer of A ____________ ____________ is the place where...

Question 19

Why is it important for goals to be concrete,specific and measurable?

Accepted Answer

The less concrete and measurable they ar...

Question 20

____________ are other agreements negotiators could achieve and still meet their needs.

Accepted Answer

The answer of ____________ are other agreements negotiators could achieve...

Exam 4: Negotiation: Strategy and Planning

Single-issue negotiations can often be made integrative by working to decrease the number of issues.

Correct AnswerverifiedShow Answer

What are the advantages and disadvantages of limiting a negotiator's authority?

Correct AnswerverifiedAdvantages:Negotiators kept on a "short ...View AnswerShow Answer

In new bargaining relationships,discussions about procedural issues should occur after the major substantive issues are raised. Multiple Choice Questions

Correct AnswerverifiedShow Answer

Context issues (e.g. ,history of the relationship)can affect negotiation.

Correct AnswerverifiedShow Answer

The objective of "closing the deal" is to build commitment to the agreement.

Correct AnswerverifiedShow Answer

A negotiator should ask which of the following questions when presenting issues to the other party to assemble information?

Correct AnswerverifiedShow Answer

____________ are the points where you decide that you should stop the negotiation rather than continue,because any settlement beyond this point is not minimally acceptable.

Correct AnswerverifiedLimits (resistance p...View AnswerShow Answer

A negotiator's goals:

Correct AnswerverifiedShow Answer

It is important to set priorities and possibly assign points for both tangible and intangible issues.

Correct AnswerverifiedShow Answer

It is not possible to evaluate packages the same way as evaluating individual issues.

Correct AnswerverifiedShow Answer

Gathering information about the other party is a critical step in preparing for negotiation.

Correct AnswerverifiedShow Answer

Why is it important for goals to be concrete,specific and measurable?

Correct AnswerverifiedThe less concrete and measurable they ar...View AnswerShow Answer

What information do we need about the other party to prepare effectively?

Correct AnswerverifiedThe other party's current resources,inte...View AnswerShow Answer

Which is not a key step to an ideal negotiation process?

Correct AnswerverifiedShow Answer

____________ are other agreements negotiators could achieve and still meet their needs.

Correct AnswerverifiedShow Answer

Define bargaining mix.

Correct AnswerverifiedThe combined lists o...View AnswerShow Answer

Large bargaining mixes allow many possible components and arrangements for settlement.

Correct AnswerverifiedShow Answer

Tactics are subordinate to strategy;they are structured,directed and driven by ____________ considerations.

Correct AnswerverifiedShow Answer

A ____________ ____________ is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable.

Correct AnswerverifiedShow Answer

In an accommodative negotiation,the relationships have:

Correct AnswerverifiedShow Answer

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Advantages:Negotiators kept on a "short ...
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Limits (resistance p...
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Correct Answer
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Correct Answer
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The less concrete and measurable they ar...
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Correct Answer
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The other party's current resources,inte...
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Correct Answer
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Correct Answer
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Correct Answer
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The combined lists o...
View Answer

Correct Answer
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Correct Answer
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A is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable.

Correct Answer
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Correct Answer
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